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This document has been produced to simply illustrate the results of the DNA Demand generation™ process. The content of this report have been modified from the original and should not be taken as literal and accurate for sales engagement.

Dear Susan Smith, Enterprise Account Executive Your marketing department has contracted Global Technology Sales Solutions (GTSS), to help penetrate and expand the business relationship with Bank of America (BOA). As a target account for penetration (TAP), both business-line and IT titles who can bear influence within Bank of America to do business with your organization has been engaged or are being attempted. The following sales aligned business opportunity is being presented to you as one of hopefully many business opportunities that will be developed with Bank of America as part of an ongoing effort of business development powered by Global Technology Sales Solution’s patented DNA demand generation™ process. Working with your marketing department it was determined that your company only has 10% of the attainable share of business from Bank of America. The DNA effort is designed to provide you a stream of the highest caliber business opportunities for engagement with identified key stakeholders. The goal is to continually uncover, qualify and develop these business opportunities with Bank of America until the desired share of business is attained. A dedicated GTSS alignment consultant is leading the business development effort with Bank of America. A meeting with the key stakeholder will be arranged by the GTSS alignment consultant following an alignment orientation call with you to go over the details found within this report. Your assigned GTSS alignment consultant will be your point of contact throughout this ongoing account penetration effort. The alignment report contains the following details: 1. Detailed summary of the Sales Aligned Business Opportunity 2. A copy of the Situational Alignment Presentation given to the stakeholder 3. Listing of the contacts and their roles in the decision making process 4. Detailed summary of all Discovery and Navigation dialogues that lead to the Alignment 5. Detailed outline of other business opportunities in navigation and discovery stages 6. Business intelligence summary of their technology infrastructure 7. OneSource or D&B supplemental Account Intelligence Summary We look forward to working closely with you as we together begin to expand the volume of business. Sincerely, the GTSS team

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Sales Aligned Business Opportunity Summary Bank of America Cybersecurity Initiative FY17 – UEBA Enhancement Project The following is the first of several sales aligned business opportunities that are being developed for your engagement as part of our ongoing Target Account Penetration or TAP effort. Over 450 IT decision making titles are being engaged along with 30 select business-line decision makers. Your meeting will be with Keith Gordon, Global Chief Information Security Officer (CISO), who directly reports to Catherine Bessant, CTO. Your GTSS Alignment consultant will broker the meeting between you both and address any questions you may have in advance of this meeting. UEBA Enhancement Project Aligned Stakeholder Contact: Keith Gordon, CISO Meeting Date: Week of December 5th, 2016

Business Situation Among several key BOA initiatives, we have identified, cybersecurity is their top concern this year. Brian Moynihan has committed $3 Billion annually for new software development which is about 17% of their $17.65 Billion IT budget. Over $500 Million has been earmarked for FY17 for various efforts around securing all endpoints including internal ones and every customer access points. This also included security enhancements for their growing mobile app environment. There are over 1000 BOA IT personnel involved in this critical focus including several Fin-Tech partners and consulting firms. We have direct engagements with each of the 20 key individuals who have been validated to have a role in the overall decision making process which culminates ultimately with Catherine Bessant, CTO. The 20 individuals are part of a specialized team of security and compliance experts, each with their own list of direct reports who handle the functional operations of the entire company globally. The 20 individuals all report to Keith Gordon, Chief Information Security Officer (CISO). The following details were gathered from various Discovery, Navigation and Alignment calls completed specific to the Bank of America Cybersecurity Initiative. The aligned opportunity is specific to BOA’s effort to enhance their protection & remediation capabilities in the advent of a ransomware event. There were 20 Discovery dialogues and 10 Navigation dialogues that lead to the eventual Alignment meeting with the key stakeholder. The details of each dialogue is provided in this report. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Bank of America has a dedicated security operation center (SOC) which employs a total of 1000 personnel broken into 20 regional & functional teams, all controlled centrally. The security infrastructure is a mixed farm of homegrown highly customized and 3rd party technologies from the leading SIEM vendors including IBM, EMC, Intel and HPE. As a result of our direct discovery level engagements with numerous IT security titles we were able to determine the following details. Through discussions with key members including with the SOC team we were able to determine that EMC RSA NetWitness Suite is widely relied on and highly favored by many within the BOA SOC team because of its robust real-time monitoring capabilities across their network and endpoints. One SOC member specifically called out the EMC RSA Live feature that feeds threat intelligence updates automatically and makes implementation seamless. The one area of concern raised was NetWitness’s limited incident management capabilities which in one SOC members’ opinion would likely require some work to bring up to par with some of the other SIEM systems currently in use at BOA. Several SOC members also noted the extensive effort that was needed to implement RSA NetWitness to enable it to fit BOA stringent compliancy requirements. IBM’s share of BOA’s security business is sizable in comparison to all other SIEM vendors in place that are being considered as part of the UEBA enhancement initiative. BOA’s IBM QRadar Security Intelligence platform implementation is very extensive and includes, their QRadar log manager, Data Node, SIEM, Risk & Vulnerability Manager, QFlow and VFlow Collectors and Incident Forensics. One of the noted strengths one SOC member pointed out was IBM’s ability to handle NetFlow network traffic monitoring using deep-packet inspection, capture and behavior analysis. Also that QRadar was already native to IBM’s SoftLayer an important part of the bank’s cloud strategy. Also it was noted by an SOC member that their modular architecture supports security event and log monitoring in IaaS environments including native monitoring for AWS CloudTrail, of which BOA is in discussions to expand their footprint with. The SOC members we spoke to outlined the lengthy relationship they have had with Intel’s McAfee security team. Intel’s McAfee Enterprise Security Manager (ESM) was recently updated, with the integration with Hadoop to enable better protection for their BI implementations. However, these enhancements are overshadowed by some key performance issues that few of the SOC members expressed that leads us to believe there may be an opportunity to displace McAfee’s ESM with HPE ArcSight ESM. HPE has had a long history of supporting BOA and there is no intention of moving away from that. SOC members expressed an overall high level of satisfaction with HPE’s ArcSight SIEM platform. Many of the SOC members echoed an opinion that HPE provides one of the most DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved robust of SIEM solutions on the market today. ln dialogues with various SOC members, many sighted ArcSights’s full suite of functions including most importantly the EUBA capabilities which is what is being sought out. A number of SOC members also noted that HPE ArcSight’s wide variety of out-of-the-box third- party technology connectors and integrations is a huge plus for them as they have had to invest considerable hours in getting other competitor SIEM solutions to integrate and meet their strict compliancy requirements. A number of SOC team members did however comment that the level of professional services being bundled by HPE as part of their delivery has raised some eyebrows. While there is a strong propensity to consider HPE’s ArcSight as part of their FY17 enhancement plan the SOC team did raise some concerns about what the upcoming core redo planned for ArcSight technology platform would mean in terms of changes to their existing implementation. It is highly advised that as the sales representative in engagement to be ready with a satisfactory response if and when the subject comes up. Aligned Business Opportunity Summary Bank of America is focused this year on enhancing their security threat detection and response capabilities by driving improvements in their existing security Information and Event Management (SIEM) infrastructure with advanced user & entity behavior analytics (UEBA) to enable the best possible advanced profiling and behavior anomalies detection. The BOA SOC team has been in discussions with their primary vendors to determine the best roadmap to UEBA enhancement. The details gathered from the Discovery and Navigation dialogues with the various IT security titles enabled us to gather the details needed around the key challenges, drivers, roadblocks and decision making process related to this FY17 timed project. Although the final budget details are yet to be determined by BOA executive management it has been disclosed that the related focus will be funded from a $500 Million bucket taken from the $17.65 FY17 IT budget. While many of the competing SIEM solutions provide some level of UEBA abilities, HPE ArcSight is among the top contenders. There is commitment for this project that comes directly from the CTO, Catherine Bessant. The key concern is mainly around clear line sights to ArcSight’s planned platform revamp and what is could mean for their current and potential future expansion of the platform across their entire global network. Competitors like IBM are leveraging this identified concern to their advantage. Working with the HPE ArcSight ESM product management team and others within HPE, the below presentation was assembled. An Alignment presentation was held with Keith Gordon, BOA’s CISO to outline our understanding of their needs and challenges as we have come to DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved understand from our discussions with many of his direct reports within the security operation center. The alignment presentation then covered the HPE ArcSight solution within the framework of BOA’s FY17 needs using the language acquired from the earlier dialogues. The ultimate goal was to successfully attain situational alignment between what BOA needs and HPE’s solution and to gauge Keith’s propensity for consideration. As a result of the successful alignment call, Keith has agreed to meet with his HPE counterparts to discuss what an expansion of HPE’s ArcSight footprint would look like with the current BOA landscape. Next Steps: Your meeting will be with Keith Gordon, BOA’s CISO. Your GTSS Alignment consultant has already held an initial alignment call with Keith. The next steps will be for your GTSS Alignment consultant to schedule and confirm the meeting time between you and Keith Gordon, CISO, the key stakeholder on this initiative.

BOA’s SOC team lead the decision making process involved in determining the best SIEM platform enhancement roadmap. Below is a list of the key individuals with direct decision making authority on this UEBA SIEM initiative. The ultimate decision lies with Keith Gordon, Global Chief Information Security Officer who reports directly to the CTO Catherine Bessant. Funding has already been earmarked for this top initiative. Suseel Pachalla, will provide the final recommendation to Keith who will sign off on it and present it to Catherine for funding. Below are the details of each individual. Key Stakeholder Decision Maker Keith Gordon, Global CISO Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/keith-gordon-aa934b5

Keith is the key decision maker and stakeholder to put forth the final decision on how best to enhance BOA’s cybersecurity threat deterrence. His team has put forth the decision that strengthening their UEBA capabilities will be the key factor that will help improve their SIEM position against cyberattacks. His final position and recommendation is then forwarded to Catherine Bessant, CTO for funding. Other Key Stakeholder Decision Maker Suseel Pachalla, CISSP, VP Cyber Security Technology Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/keith-gordon-aa934b5

Suseel is among the SOC team tasked with the evaluation of the SIEM enhancement. He is one of the key supporters for an expansion of their SIEM capabilities with HPE’s ArcSight ESM sighting the best choice for UEBA. He will be the one to provide the final recommendation report to CISO.

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Key Power Influencer Eileen Bridges, SVP, Global Information Security, Mobile Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/eileenbridges

Eileen is one of the SOC members tasked with helping determine the best SIEM expansion route. She appears to be in support of a mixed solution comprised of IBM QRadar and HPE ArcSight ESM. Her extensive experience leans on IBM. She raised some key points in support of HPE’s ArcSight ESM sighting the enhanced UEBA features but also noting the need for added caution in regards to HPE’s planned redo of the ArcSight platform and what it could mean for BOA. Key Power Influencer David Mortman, SVP Cloud Security Architect Columbus, OH Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/davidmortman

David is highly respected within his SOC team and within the entire BOA security teams. He has been the most outspoken supporter of EMC’s RSA NetWitness SIEM. In dialogues with David he disclosed several points of concern in regards to NetWitness being considered as part of this enhancement sighting same performance issues during recent events that were not addressed to his satisfaction. He has not disclosed any clear support for ArcSight ESM. He has however acknowledged the need to lead with a stronger UEBA feature with the successful SIEM expansion.

The following are the details gathered by the Alignment consultant that held navigation level dialogues with each individual identified to have a role in the decision making process related to the key business opportunity outline in this report. Suseel Pachalla, CISSP, VP Cyber Security Technology Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/keith-gordon-aa934b5

Suseel is one of the SOC team members tasked with the evaluation of the SIEM enhancement. He is one of the key supporters for an expansion of their SIEM capabilities with HPE’s ArcSight ESM sighting it as the best choice for UEBA. We were able to secure a meeting with Suseel sighting our earlier discussions with a number of folks involved in the SIEM initiative who directly named him as the right person to speak to and one of the key individuals tasked with compiling the recommendation to the global CISO. Suseel confirmed that BOA has earmarked funding support for an initiative designed to enhance their preventative cyberattack capabilities. Driving this growing concern was the increasing occurrences of cyberattacks and ransomware type attacks. The other was the bank’s growing online presence and usage by customers including via mobile applications. Given their robust endpoint security they felt the best avenue of enhancement was in proactive analytics that would spot anomalies in behavior giving the bank’s security team enough advanced knowledge of where a risk may be in existence. For this reason, BOA is firmly committed to the expansion of a leading SIEM platform that provides advanced profiling, analytics and response features. The successful SIEM platform would already have native to their solution advanced analytics and UEBA functionality that can be highly customizable and automated. Suseel was very forthcoming in saying that their discussions with the leading SIEM vendors includes IBM, HPE, Splunk, Intel and EMC. All of which already have considerable security investments in the bank today. The goal of the bank is to expand on one leading SIEM vendor that proves to be the best option for expansion and for migration from the other SIEM platforms. He did add that they are in discussions with LogRhythm and Micro Focus but those are limited to niche areas of needs that the SOC department is also working on. Suseel did add that they have also employed the help of a few leading industry security consultant companies to provide a somewhat neutral perspective on the initiative.

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved We asked for Suseel’s help in giving us some insights as to where these vendors are in the process and what criteria is being used to help determine the right choice for BOA. Suseel said that EMC’s RSA NetWitness has shown great promise because of recent enhancements in the last year that included a command-and-control communication detection system using behavior analytics. He also liked that it has ready support for AWS monitoring by integrating CloudTrail logs into their main NetWitness platform. That integration is ideal given BOA’s plan to expand their AWS and Azure footprints in coming years. He also noted that NetWitness’s modular deployment options enabled them to select their monitoring options between network traffic, event and log monitoring and main analysis menus by simply toggling within the platform. Suseel said the one reservation he had was that in the past it took considerable effort by the SOC and the entire security team to implement the RSA solution to meet the bank’s strict compliance requirements. This could mean that an expansion with NetWitness could result in added effort than it would with the other SIEM options. He also noted that their incident management capabilities are not yet where the SOC team wants them to be. Suseel said HPE’s ArcSight ESM was high on his and other SOC team members list for the possible SIEM vendor of choice for this upcoming expansion. This is due to many reasons he added including the superior UEBA capabilities already included in the system. Suseel sighted the bank’s long history and relationship with HPE that goes back decades and extends across their entire IT environment. Suseel said that HPE’s ArcSight ESM is already in wide use within the bank’s security network. He expressed his approval with the system also stems from the fact that the platform can be implemented as an appliance, software and virtualized instance making it an ideal choice across the entire bank’s network. Number one reason for this upcoming expansion is to attain full user behavior analytics capabilities embedded in the SIEM. He also noted that the SOC team see ArcSight’s extensive 3rd party connectors and integrations as ideal and would help make the expansion and migration into it a lot easier then with some other SIEM platforms. He did disclose one area of concern that he cautioned was one that must be addressed well if HPE is to be ultimately chosen as the best SIEM expansion route. Suseel said that the SOC team has been made aware of HPE’s intentions to redo the core platform. His team needs very clear visibility as to what this means and how it could affect their current and possible expansion into ArcSight. Due to the plan to migrate off of older SIEMs any changes in the core of the platform could have far reaching effects into how easily and effectively the SIEM can be implemented.

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved He said IBM has always done a superior job at supporting the bank’s needed. This includes their security needs. He added that QRadar security intelligence platform was one that currently is in use throughout the network globally. Suseel added that the network security team along with many on the SOC team appreciate the NetFlow network traffic monitoring capabilities that uses a deep-packet inspection and full-packet capture and behavior analysis across all the data sources including the growing mobile app sources. Suseel said QRadar was seen as the top contender to HPE’s ArcSight because of its extensive robust capabilities and UEBA features that the SOC team is seeking. Also the solution includes native monitoring for AWS CloudTrail and SoftLayer making it an ideal platform for the bank’s intended expansion into those cloud environments. Suseel did add that the ease of integration within their other systems wasn’t as easy as with HPE’s ArcSight in some cases. Both vendors tended to come with higher professional services costs embedded which he wasn’t a fan of. Suseel said that they are a few months away from submitting a final recommendation to the banks’s global CISO, Keith Gordon. Meeting was adjourned at that point. We thanked him for his investment in time and valuable insight. Eileen Bridges, SVP, Global Information Security, Mobile Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/eileenbridges

Eileen is one of the top SOC members tasked with helping determine the best SIEM expansion route. She appears to be in support of the mixed solution comprised of IBM QRadar and HPE ArcSight ESM. Her extensive experience leans on IBM. She raised some key points in support of HPE’s ArcSight ESM sighting the enhanced UEBA features but also noting the need for added caution in regards to HPE’s planned redo of the ArcSight platform and what it would mean for BOA. We managed to schedule a meeting with Eileen sighting our earlier conversation with Kevin Kenny. Eileen did confirm her strategic role within the SOC team. She said her focal point was on the mobile app security aspects. She did confirm that Suseel would be the person who would provide the consolidated final recommendation report to Keith Gordon, the global CISO reporting to the bank’s CTO. Eileen outlined that she has been in deep discussions with the top SIEM vendors and that her recommendations fall onto two main contenders, IBM and HPE. Her reason she made clear was because of both their extensive capabilities within their given SIEM platforms, and the current footprint with the bank and the extent of their relationship with the bank today. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved She noted that both seem well suited to meet the UEBA requirements the SOC team is seeking to enhance as part of their cybersecurity initiative. She said that her thoughts were also shared and supported by a number of 3rd party security consultants that the bank brought in to aid the SOC team in this process. Eileen outlined that at this junction, extensive testing and analysis was being done across both QRadar and ArcSight to gauge their abilities to meet the bank’s requirements. One critical factor beyond the UEBA capabilities is the ease of implementation through both expansion and migration as the chosen platform will likely be involved in a migration from another SIEM platform. This is in line with the bank’s goal of phasing out the multitude of platforms out there and focusing on only a few so that greater attention can be put on analytics then on integration. She suggested we try to get a few minutes with Suseel who is the point person on the SOC team to formulate the collective findings and recommendations. She did add that the decision timeframe was within 3 to 4 months with an implementation goal of this year. She also added that this goal already comes with funding support and commitment from high up within the executive branch.

David Mortman, SVP Cloud Security Architect Columbus, OH Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/davidmortman

David is highly respected within his SOC team and within the BOA security teams. He has been the most outspoken supporter of EMC’s RSA NetWitness SIEM. In dialogues with David he disclosed several points of concern in regards to NetWitness being considered as part of this enhancement sighting some performance issues during recent events that were not addressed to his satisfaction. He has not disclosed any clear support for ArcSight ESM. He has however acknowledged the need to lead with a stronger UEBA feature with the successful SIEM expansion. We met only briefly with David as his admin gave us a last minute timeslot that opened up following another appointment cancelation. David said that there is an active effort by their security team to identify the ideal SIEM platform to lead their expansion and consolidation effort. He said that UEBA and ease of implementation was core to the decision criteria. He said that Dell, HPE and IBM were leading the pack. According to David, it was too early to determine who would eventually be successful. He noted that all three already have an extensive footprint within the bank’s security DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved infrastructure today. David said that the successful vendor would need to clearly illustrate their commitment to ensure an easy transition process into their platforms. He added that IBM and HPE have both shown a higher level of participation in the process. David said the stakes are high as the successfully chosen platform will likely be involved in migration projects across the global network. He asked if we had spoken to other folks within the SOC team. We listed some of our dialogues including those with Eileen Bridges and Mark Brubaker. He said we were doing our homework. He said that is all he had to provide us at this time except that Keith Gordon was the final decision maker on this initiative.

David Clark, VP Security Operations San Francisco, CA Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/drclark

Several attempts to get on David’s calendar was finally successful after we noted our prior dialogues with other SOC members. David although part of the SOC team he is based out of California and is responsible for overseeing all daily operations and functional units. David provided a limited level of insights saying that he only provides an operational perspective supporting the overall effort to find an SIEM enhancement roadmap. He did confirm the SIEM initiative was an active one underway and lead by the SOC team in Charlotte with both financial and executive support all the way up to the CTO. He disclosed that the purpose of the initiative was twofold and designed to help strengthen the bank’s ability to protect their network from cyberattacks by being more proactive. He role is to provide logistical operational support for the various proposals being put forth. He would be responsible to test out any suggested policy changes to ensure they meet the bank’s compliancy requirements and to ensure the timely implementation and enforcement of those policies. David said that his decision power only extends to the feasibility of any of the policy changes. He is responsible for reporting back if there are any issues associated with any of the policy recommendations. David did disclose that the SOC team was neck deep in discussions with various SIEM vendors and 3rd party trusted advisors to weigh in on the various options. He said that a decision was expected sometime midyear. His role would then weigh in on the feasibility to operationalize the recommended policy and platform changes put forth. He noted that most of this effort is led by the team in Charlotte.

The following are the details of the Discovery dialogues that were related to the current Aligned opportunity outlined in this report.

Jarrett Hinds, Network Security Manager Dallas, TX Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/jarrett-hinds-34916425

Jarrett Hinds, is one of a number of key middle level managers supporting network security policies. Jarrett was cautious but cooperative in helping us gain his insights as to BOA’s priorities related to IT security. He advised upfront that he was just one of over a thousand people directly responsible for the bank’s data security. Jarrett disclosed that BOA has one of the most extensive SEIM capabilities in the industry and it is an area of IT that gets funded adequately each year. Jarrett outlined that their SIEM infrastructure which is based on a number of 3rd party technologies highly customized and integrated into their entire network. He disclosed that some of these 3rd party technologies include solutions from IBM, HPE, EMC and Intel. He stated that through this extensive SIEM infrastructure they are able to monitor and analyze a collection of data coming from user activity logs, network activity, performance data, application activity and data flow throughout the network. He was very proud to comment that the systems for the most part operate automatically, with routine updates being implemented and detection and analysis alerts being remediated in a process-driven way comprised of both automatic and manual oversights. He said this enables them to address anomalies quickly and focus on specific ones that draw greater concerns. He did note that one of the areas the bank wants to strengthen is in the level of unified collection and analysis. The systems are integrated allowing their security heads to gain critical vulnerability assessments and intelligence across the entire network. He noted that only came around as a result of the extensive effort by the entire security team to ensure the highest possible integration with systems from all endpoints including their retail, ATM, online and mobile app sources. Jarrett said that their identity management system is very robust and is validated daily to ensure the right folks have the right access and that any that need to be expired are handled

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved immediately as a top priority. He added that the access entitlements are enforced by both application code and by infrastructure services. When asked about top priories and initiatives related to IT security, Jarrett said that their security operations center originates and provides the guidance that he and his department are then tasks to implement and report back. He disclosed that their SOC department was heads down on determining ways to better enable cybersecurity capabilities in light of the increased threats from ransomware type events. He said that he doesn’t have any role in those decisions. His department would be responsible to ensure the timely implementations. His department reports back to a specific team within the SOC group. He did add that the SOC team keeps things pretty close to the hip and only communicate as needed. Some highly sensitive details are communicated person to person. General updates are sometimes given through security team-wide communicates via email or secure webcasts. But those are rare he says. When asked to elaborate on the SIEM initiative he only said that he knows of its existence as a top SOC priority. He didn’t know the details and couldn’t go any further in discussion about it. He only added that it is expected to roll out to his department sometime early FY17 as a major SIEM enhancement that his department would be involved in ensuring the timely implementation.

Kevin Kenny, Information Security Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/kevin-kenny-a4805238

Kevin said he was just a worker bee within a large global network of security dedicated individuals tasked with ensuring security policies are adhered to and implemented correctly. He said their security infrastructure was one of the best in the world. He added that security was monitored 24/7 from a central security operations department that oversees all security related responsibilities. He said his team was comprised of some of the smartest IT security folks in the industry which included IT security gurus, PhDs and folks with extensive IT security backgrounds from banking and other industry sectors. He said that he was not at liberty to speak in much details about the bank’s security infrastructure. He was willing to engage us briefly and address any questions he could or felt comfortable in doing so. He said that BOA has relationships with several top 3rd party security technology vendors that includes HPE among others. He also noted the he sees quite a bit of IBM presence at the bank DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved at times. He said he recently worked on strengthening the real time monitoring capabilities of one of their IBM SIEM platforms. This included some customization to ensure some tighter integration into the bank’s security operations central command. He added that this SOC department is pretty much in control of everything and lays down the rules for everyone in the bank. He suggested we talk directly to someone with this department to get a better picture of what is happening at BOA. Kevin said Eileen Bridges, SVP, Global Information Security, is one key SOC person we should talk to. She is his key liaison into the SOC department.

When asked about what areas the SOC team was focused on Kevin only said that he knows of the upcoming major SIEM enhancement that Eileen was directly involved in. He reminded us that he wasn’t at liberty to disclose more than that and that our best route is to talk directly to Eileen.

David Walsh, Information Security Manager Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/david-walsh-377a19

David is one of a number of key managers responsible for ensuring BOA’s security policies are adhered to fully according to David. He said right now he is heads down on testing their system vulnerability. He is part of a task team that are playing as cyberattack teams trying to penetrate the bank’s system. He said these types of tests are routinely done at the request of the SOC team headquartered in Charlotte, NC. He said one of his key responsibilities includes maintaining the eDLP (electronic data loss prevention) control framework to monitor and secure sensitive data across the enterprise. This control portfolio encompasses Internet, email, database, collaboration site and end point device monitoring. He added that recently the penetration tests were being conducted on a monthly basis as opposed to quarterly like in the past. He believes this is due largely in part due to the growing concerns and focus on preventing any cyberattacks. David said that as part of this areas of focus his team actively reviews their fraud detection capabilities by proactively examining their business transaction logs for non-obvious relationships to spot anomalies. He said they have a robust automated control process for addressing these possible situations to help avoid customers and the bank from being victimized by fraud. He said this was tied to their best in class security information and event management system that helps provide some level of analytics and behavior monitoring. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved David disclosed that this was one area he knows was being strengthened by the bank. He said that everyone agrees that better behavior monitoring was key to being able to meet the challenge of cyberattacks in a sophisticated and effective way. He said that these efforts are way above his pay-rate and is spearheaded by their security operations team. He says that they hold all the cards and mandate what is to be done. His team then implements the policy enhancements. He said most of the SOC team was located in Charlotte, NC. When asked he offered Suseel Pachalla, who he knows leads the SOC team in charge of cybersecurity. David said we would need to take a number and wait because it is very difficult to get time with Suseel. He is a tough man to reach according to David.

Bob Overhultz, Information Security Officer Charlotte, NC Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/boboverhultz

Bob was quick to say he couldn’t offer much insights because he is not a key decision maker and that the bank was pretty tight lipped about their security infrastructure. He said he is willing only to provide high level general insights. Bob said his key responsibilities as a security architect are primarily focused on the review of new technology and systems for the banks business continuity & crisis management area and information movement and data destruction tools and techniques. Bob’s main focus at this time is to review their current information lifecycle policies and work with the storage teams to ensure the right tiered storage management process was in place. When asked about the data security infrastructure, Bob said they utilize a very sophisticated data encryption processes that include self-encrypting storage and endpoints. He added that it has helped ensure the highest possible protection again data leakage. Bob said they utilize a thorough key management system which is controlled centrally and operates on a KMIP standard. He said they are very proud of how well their key management system has helped data loss prevention (DLP) policies meet the bank’s internal stringent data privacy regulations and DLP SLAs. He added that the infrastructure has helped enable a very effective and efficient data discovery and classification process to the degree that they are able to pinpoint a specific piece of data within any point of their infrastructure at any given moment. The whole DLP process is highly integrated and automatically configurable from a centralized location. DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved When asked about this centralized location he said that is within their nerve center in Charlotte, NC. We asked to confirm if he was referring to the SOC team. He confirmed it and said they are the ones to mandate any policy enhancements. When asked about any knowledge of any upcoming policy enhancements Bob said he can only say that there is one upcoming that effects their entire SIEM infrastructure. He said he couldn’t speak more about it only that it was the banks’ top priority this year and it was part of an overall effort to ensure better protection again cyberattacks.

Mark Brubaker, SVP, Global Information Security Los Angeles, CA Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/mark-brubaker-8902333

Mark’s admin provided us a 15-minute meeting window to speak with Mark in regards to the SEIM initiative specifically. Mark is part of the SOC cyber security team in support of several key initiatives and architecture foundations. He agreed to meet with us based on our interest to gain his insights on their upcoming SIEM initiative. Mark said that the bank is highly committed to providing their customer’s the highest level of protection. He said that this commitment goes all the way up from the CEO and CTO. He is one of a number of SOC members responsible to analyze and push forward recommendations that their CISO would then present to the CTO for final approval. He said that the SIEM initiative is focused on expanding their UEBA capabilities throughout the entire global network. He added they wanted to move more to a single or few standardized SIEM platforms that would provide the highest level of UEBA features. When asked why UEBA was such a focus for their enhancement Mark responded that it was the widely held view among the SOC team that given their robust security infrastructure the best avenue to enhancement that enabled better protection against cyberattacks was in having better abilities to predict, detect and analyze potential threats long before they become one. This was best handled via the best in class SIEM platform containing UEBA capabilities native to the system. The goal is to expand this platform and decommission some of the other SIEMs at play today at the bank. He didn’t disclose specifics as to which ones he was referring to. He only added that they are in active talks with all the major SIEM vendors to determine the right migration and expansion strategy.

DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved He said that the effort has the direct backing of their CTO and it is led by their SOC leader the global CISO. Mark said that this week he was meeting with key SIEM vendors to review their current and planned UEBA capabilities to provide the SOC team their analysis and recommendations. He said that he and his regional peer Johnathan Kuskos was leading that effort. He said Johnathan is a well-known security expert and is highly knowledgeable of the various vendor strengths and weaknesses. He ended our discussion sighting that he had another call he needed to prepare for. We thanked him for his time and valuable insights.

Johnathan Kuskos, VP, Global Information Security San Francisco, CA Office: 555-555-5555 x4567 Email: [email protected] LinkedIn: https://www.linkedin.com/in/kuskos

We were able to secure a meeting with Johnathan by noting our discussion with Mark Brubaker. We quickly provided Johnathan an overview of what Mark had told us. We asked Johnathan what he can offer to help us gain a better understanding of their key priorities.

Johnathan confirmed that UEBA capabilities was top of their mind in terms of preventative measures against cyberattacks. Johnathan said his expertise and passion lies in devising offensive security strategies and methodologies that includes breaking developers’ codes to test vulnerabilities. He jokingly said he himself is a well-known hacker and loves to test other’s abilities to remediate threats. He said he joined the BOA team to help them devise the right analytical strategies and methodologies that can help proactively prevent threats from penetrating their systems.

Johnathan said he was testing several SIEM platforms to determine the right one for the bank to invest into for a global level expansion and migration initiative. He was confident that a new system would be implemented within the year sighting the ready availability of funding to do so. Johnathan confirmed Mark’s role within the SOC team and this initiative. He also offered David Clark as a SOC team member we would most benefit from talking with. David is VP of security operations.

The following is a high level summary and glimpse of other business opportunities currently being worked by the GTSS Alignment consultants. They are currently under the navigation level of opportunity level engagement. These opportunities will be communicated once successfully aligned. Opportunity #2 – Software Defined Network Update Initiative GTSS consultants are in engagement with 5 key decision makers involved in a large scale initiative by BOA to move their networking infrastructure into software-defined capabilities. The opportunity is currently in the navigation stage with over 20 individuals who disclosed details on the initiative during the earlier account based Discovery effort. This is a high level compete against the incumbent Cisco who has the largest share of wallet. The initial opportunity level is estimated at $20 Million in hardware and an undetermined amount in supplemental services. Identified stakeholders have already received content around HPN and a few attended webinars per our recommendation. Once this opportunity reaches the Alignment stage it will be presented in the similar format as this report.

Opportunity #3 – Application Development Management Opportunity BOA has earmarked and committed $3 Billion of its’ IT budget toward application development. This is an annual commitment secured under the direction of the CTO Catherine Bessant. With around 2000 applications underdoing development the GTSS consultants have identified a number of opportunities where HPE’s ADM solutions can provide a significant value. We have engaged over 35 personnel involved in various application development initiatives. 3 individuals have been identified to have key decision roles that can bring HPE’s ADM into consideration. It is estimated that the opportunity is valued at $2 Million in total. Once this opportunity reaches the Alignment stage it will be presented in the similar format as this report.

Data Business Intelligence Overview

The below is Bank of America’s technology infrastructure inventory. The extensive list below outlines the key vendors, products and data last verified of every known technology currently at Bank of America. The data is assembled from our valued business partner through their patented Hadoop business intelligence technology that collects and validates the BI from a wide range of intelligence sources including LinkedIn, resume/job banks, and technology related blogs and other social media platforms.

Vendor Product Date Last Verified 1010Data 1010Data 3/10/2015 37signals Basecamp 3/1/2015 Ab Initio Ab Initio 8/21/2015 Acano Acano 5/6/2015 AccessData AccessData 7/20/2015 Actian Actian 8/27/2015 Actiance Actiance 7/13/2015 Actuate Actuate 1/14/2016 Actuate Actuate BIRT Spreadsheet 10/1/2013 Actuate Actuate e.Report 4/1/2013 Acxiom Acxiom 4/1/2014 Adaptive Computing Adaptive Computing 4/21/2013 ADFITECH ADFITECH 4/1/2015 Adobe Systems Inc. Adobe (Unspecified Product) 1/21/2016 Adobe Systems Inc. Adobe Acrobat Pro 1/21/2016 Adobe Systems Inc. Adobe Air 3/1/2014 Adobe Systems Inc. Adobe Audition 3/1/2014 Adobe Systems Inc. Adobe Captivate 1/15/2016 Adobe Systems Inc. Adobe Connect 7/1/2013 Adobe Systems Inc. Adobe CQ 1/6/2015 Adobe Systems Inc. Adobe Creative Suite 12/23/2015 Adobe Systems Inc. Adobe Dreamweaver 1/15/2016 Adobe Systems Inc. Adobe Experience Manager 1/6/2015 Adobe Systems Inc. Adobe Fireworks 12/23/2015 Adobe Systems Inc. Adobe Flex 1/5/2016 Adobe Systems Inc. Adobe Illustrator 1/21/2016 Adobe Systems Inc. Adobe InDesign 6/17/2015 Adobe Systems Inc. Adobe Lightroom 4/1/2014 Adobe Systems Inc. Adobe LiveCycle 9/1/2015 Adobe Systems Inc. Adobe Marketing Cloud 4/9/2015 Adobe Systems Inc. Adobe Media Optimizer 4/9/2015 Adobe Systems Inc. Adobe Pagemaker 5/15/2014 Adobe Systems Inc. Adobe PhoneGap 7/14/2015 Adobe Systems Inc. Adobe Photoshop 12/23/2015 Adobe Systems Inc. Adobe Premiere 5/9/2015 Adobe Systems Inc. Adobe RoboHelp 12/6/2014 Adobe Systems Inc. Adobe SiteCatalyst 3/9/2015 Adobe Systems Inc. Adobe Test&Target 6/5/2015 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Adobe Systems Inc. Omniture (Unspecified Product) 9/1/2015 ADP ADP (Unspecified Product) 1/7/2016 ADP ADP Payroll 6/13/2014 AdRoll AdRoll 4/6/2014 Agilent Technologies Agilent Technologies 6/1/2014 AirWatch AirWatch 7/27/2015 Akamai Akamai 6/24/2015 Akamai Akamai CDN 6/1/2014 Alcatel Lucent Alcatel Lucent 7/11/2015 Alcatel Lucent Alcatel Lucent VitalQIP 7/11/2015 Alloy Software Alloy Navigator 9/14/2015 Alteryx Alteryx 1/26/2015 Altova Altova MapForce 5/31/2013 Altova Altova MetaTeam 3/31/2015 Amazon Amazon AWS 1/9/2016 Amazon Amazon DynamoDB 4/30/2014 Amazon Amazon EC2 5/9/2015 Amazon Amazon Elastic MapReduce 5/15/2015 Amazon Amazon Redshift 8/1/2014 Amdocs Amdocs (Unspecified Product) 10/1/2014 Angoss Angoss KnowledgeSTUDIO 10/15/2013 Angular AngularJS 12/4/2015 AnthillPro AnthillPro 9/22/2015 Apigee Apigee 1/14/2016 Appcelerator Appcelerator 4/29/2015 AppDynamics AppDynamics 1/1/2015 Appian Corporation Appian 11/10/2015 Apple Apple (Unspecified Product) 1/23/2016 Apple Apple Final Cut Pro 5/9/2015 Apple Apple iCloud 1/1/2014 Apple Apple iOS SDK 12/4/2015 Apple Apple iPad 9/1/2015 Apple Apple iPhone 1/23/2016 Apple Apple Pages 3/25/2015 Apple Apple xCode 1/5/2016 Apple Apple Xserve RAID 9/1/2015 Apple Mac OS 1/23/2016 Apprenda Apprenda 8/15/2015 Apptio Apptio 7/3/2015 Arista Networks Arista Networks 1/15/2016 Articulate Articulate Storyline 1/15/2016 ASG Software ASG becubic 8/15/2015 ASG Software ASG JCLPREP 7/1/2013 ASG Software ASG Mobius 7/1/2015 ASG Software ASG Rochade 8/15/2015 ASG Software ASG Software 8/15/2015 ASG Software ASG TMON 2/28/2015 Aspect Software Aspect Software 12/23/2015 Aspose Aspose 1/28/2014 AT&T AT&T U-Verse 9/11/2015 Aternity Aternity 10/1/2015 Atex Atex 7/20/2015 Atlassian Atlassian (Unspecified Product) 1/23/2016 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Atlassian Atlassian Confluence 11/15/2015 Atlassian Atlassian Crowd 11/15/2015 Atlassian Atlassian Crucible 11/15/2015 Atlassian Atlassian FishEye 11/15/2015 Atlassian Atlassian Greenhopper 8/31/2015 Atlassian Atlassian JIRA 1/23/2016 Attachmate Attachmate 12/31/2015 Attachmate Attachmate Extra 11/22/2015 AtTask AtTask 9/1/2013 Attunity Attunity 9/1/2015 Aurea Software Savvion 9/1/2015 Autodesk Autodesk (Unspecified Product) 6/13/2014 Autodesk Autodesk AutoCAD 6/13/2014 Automic Automic 12/1/2013 Avaya Inc. Avaya (Unspecified Product) 1/15/2016 Avaya Inc. Avaya Aura 4/1/2014 Avaya Inc. Avaya Business Communications Manager 9/26/2013 Avaya Inc. Avaya Call Management System 9/1/2015 Avaya Inc. Avaya Communications Server 5/1/2014 Avaya Inc. Avaya Contact Center Control Manager 8/18/2015 Avaya Inc. Avaya Intuity 12/26/2014 Avaya Inc. Avaya One-X Applications 8/1/2015 Avecto Avecto 9/1/2015 AvePoint AvePoint 4/27/2015 Avocent Corporation Avocent 1/1/2015 Axure Axure 1/18/2016 Bizagi Bizagi 8/13/2013 Blackboard Blackboard 11/1/2013 Blackline BlackLine 12/1/2013 Bloomberg Bloomberg 1/23/2016 Blue Coat Systems, Inc. Blue Coat 10/1/2015 Blue Coat Systems, Inc. Blue Coat NetCache 7/28/2015 BlueStripe BlueStripe 11/28/2015 BMC Software BMC Apptune 1/1/2014 BMC Software BMC Atrium 7/16/2015 BMC Software BMC Atrium CMDB 9/20/2013 BMC Software BMC Atrium Discovery 1/31/2015 BMC Software BMC BladeLogic 9/19/2015 BMC Software BMC Control-M 1/9/2016 BMC Software BMC IT Business Management Suite 2/1/2014 BMC Software BMC MainView 9/1/2015 BMC Software BMC PATROL 2/1/2015 BMC Software BMC ProactiveNet Performance Management 2/1/2015 BMC Software BMC Remedy ARS 11/1/2013 BMC Software BMC Remedy Change Management 2/1/2015 BMC Software BMC Remedy ITSM 9/1/2015 BMC Software BMC Software 1/9/2016 BNA Software BNA Software 10/14/2015 Borland Software Borland Caliber 12/1/2015 Borland Software Borland Silk 9/1/2015 Borland Software Borland Software (Unspecified Product) 12/1/2015 Borland Software Borland StarTeam 7/20/2015 Borland Software Borland VisiBroker 5/11/2013 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved BoxTone BoxTone 6/30/2015 Brainshark, Inc. Brainshark 11/30/2015 Bridgeline Digital Bridgeline 10/1/2015 Brightcove Brightcove 4/9/2015 Brocade Brocade (Unspecified Product) 9/1/2015 Brocade Brocade DCFM 12/24/2014 Brocade Brocade Fabric OS 8/28/2013 Brocade Brocade Switches 9/1/2015 BrowserStack BrowserStack 8/1/2014 CA Technologies CA 1 7/16/2014 CA Technologies CA 7 8/1/2015 CA Technologies CA ACF2 6/21/2015 CA Technologies CA Agile Vision 4/15/2014 CA Technologies CA Clarity 2/7/2015 CA Technologies CA Deliver 11/30/2014 CA Technologies CA Detector 1/1/2014 CA Technologies CA Easytrieve 7/1/2015 CA Technologies CA Endevor SCM 1/8/2016 CA Technologies CA ERwin 7/15/2015 CA Technologies CA IntroScope 1/14/2016 CA Technologies CA JCLCheck 1/1/2015 CA Technologies CA LISA 8/3/2015 CA Technologies CA Panvalet 8/1/2014 CA Technologies CA Release Automation 8/25/2015 CA Technologies CA Roscoe 12/28/2015 CA Technologies CA SiteMinder 7/1/2015 CA Technologies CA Unified Infrastructure Management 2/1/2015 CA Technologies CA Workload Automation 8/1/2015 CA Technologies Nolio 8/25/2015 Calyx Software Calyx Software 4/11/2015 Canonical Canonical Ubuntu 12/23/2014 CareCloud CareCloud 9/1/2013 Casewise Casewise 5/11/2013 Ceridian Corporation Ceridian 7/14/2015 CGI Group CGI Strata 4/17/2015 Charles River Development Charles River Development 1/21/2016 Check Point Check Point 7/11/2015 CipherCloud CipherCloud 10/12/2015 Cisco Systems, Inc. Cisco 12000 3/18/2014 Cisco Systems, Inc. Cisco 2800 Series Routers 5/1/2013 Cisco Systems, Inc. Cisco 2900 Series Routers 5/28/2015 Cisco Systems, Inc. Cisco 5500 5/28/2015 Cisco Systems, Inc. Cisco 6500 5/28/2015 Cisco Systems, Inc. Cisco 7200 Series Routers 5/28/2015 Cisco Systems, Inc. Cisco 7600 Series Routers 3/21/2015 Cisco Systems, Inc. Cisco ACE 4700 9/1/2014 Cisco Systems, Inc. Cisco Adaptive Security Appliances 5/28/2015 Cisco Systems, Inc. Cisco Adaptive Security Device Manager 3/24/2014 Cisco Systems, Inc. Cisco Aggregation Services Routers 7/1/2013 Cisco Systems, Inc. Cisco AnyConnect 2/1/2015 Cisco Systems, Inc. Cisco ASA 5500 5/28/2015 Cisco Systems, Inc. Cisco ASR 1000 5/17/2015 Cisco Systems, Inc. Cisco ASR 9000 3/21/2015 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Cisco Systems, Inc. Cisco Catalyst Switches 5/28/2015 Cisco Systems, Inc. Cisco CRS-1 5/1/2013 Cisco Systems, Inc. Cisco CSS 11500 6/1/2013 Cisco Systems, Inc. Cisco Firewalls 5/28/2015 Cisco Systems, Inc. Cisco Integrated Services Routers 4/9/2015 Cisco Systems, Inc. Cisco Ironport 9/1/2015 Cisco Systems, Inc. Cisco Jabber 8/19/2015 Cisco Systems, Inc. Cisco MDS 9500 9/1/2015 Cisco Systems, Inc. Cisco Nexus 2000 3/21/2015 Cisco Systems, Inc. Cisco Nexus 5000 9/1/2014 Cisco Systems, Inc. Cisco Nexus 7000 9/1/2014 Cisco Systems, Inc. Cisco PIX 500 9/1/2014 Cisco Systems, Inc. Cisco Prime Infrastructure 4/1/2013 Cisco Systems, Inc. Cisco Routers 12/23/2015 Cisco Systems, Inc. Cisco Secure Access Control 9/1/2014 Cisco Systems, Inc. Cisco Switches 9/1/2015 Cisco Systems, Inc. Cisco TelePresence 5/12/2015 Cisco Systems, Inc. Cisco UCS Servers 4/10/2015 Cisco Systems, Inc. Cisco Unified Communications Manager (CallManager) 11/1/2014 Cisco Systems, Inc. Cisco Unified IP Interactive Voice Response 7/28/2014 Cisco Systems, Inc. Cisco VoIP 1/23/2016 Cisco Systems, Inc. Cisco WAAS 6/10/2015 Cisco Systems, Inc. Cisco WebEx 12/23/2015 Cisco Systems, Inc. Ciscosecure 12/31/2014 Cisco Systems, Inc. TANDBERG 5/6/2015 Citrix Systems, Inc. Citrix (Unspecified Product) 12/23/2015 Citrix Systems, Inc. Citrix Access Gateway 12/1/2014 Citrix Systems, Inc. Citrix AppDNA 2/17/2015 Citrix Systems, Inc. Citrix NetScaler 12/23/2015 Citrix Systems, Inc. Citrix Receiver 10/1/2015 Citrix Systems, Inc. Citrix VDI-in-a-Box 3/17/2015 Citrix Systems, Inc. Citrix XenApp 2/28/2015 Citrix Systems, Inc. Citrix XenDesktop 8/4/2015 Citrix Systems, Inc. Citrix XenServer 9/1/2014 Clarabridge Clarabridge 8/26/2015 Cleversafe Cleversafe 9/1/2015 Cloudera Cloudera 1/9/2016 Cloudera Cloudera CDH 11/13/2015 Cloudera Cloudera Impala 1/5/2016 Cloudera Cloudera Manager 9/1/2015 CodeIgniter CodeIgniter 7/29/2013 CollabNet CollabNet (Unspecified Product) 12/1/2014 CollabNet CollabNet TeamForge 12/1/2014 Compuware Corporation Compuware (Unspecified Product) 1/8/2016 Compuware Corporation Compuware Abend-AID 4/6/2015 Compuware Corporation Compuware APM 12/23/2015 Compuware Corporation Compuware dynaTrace 12/23/2015 Compuware Corporation Compuware File-AID 1/8/2016 Compuware Corporation Compuware Gomez 8/19/2015 Compuware Corporation Compuware Strobe 4/1/2014 Compuware Corporation Compuware Xpediter 2/1/2015 Concur Concur (Unspecified Product) 1/18/2016 Concur Concur Expense 10/15/2015 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Concur Concur Travel 1/11/2016 Convergys Convergys 4/1/2014 Corel Corel 4/29/2015 Corel Corel CorelDRAW 4/29/2015 Corel Corel Wordperfect Office 9/18/2013 Coveo Coveo 11/4/2014 Crestron Crestron 5/12/2015 CSC CSC 9/1/2015 CSC CSC Hogan 9/1/2015 Cucumber Cucumber 12/15/2015 Cvent, Inc. Cvent 10/1/2014 CyberArk CyberArk 9/16/2015 Dassault Systemes Dassault SolidWorks 12/1/2014 Dassault Systemes Dassault Systemes 12/1/2014 Datameer Datameer 6/12/2015 DataStax DataStax 9/1/2015 Datawatch Datawatch 6/4/2015 Dell Dell Laptop 6/1/2014 Dell Dell Latitude 6/1/2014 Dell Dell PowerEdge R610 Rack Server 2/1/2015 Dell Dell PowerEdge R710 Rack Server 2/1/2015 Dell Dell PowerEdge Servers 4/22/2015 Dell Dell SecureWorks 2/1/2015 Dell Quest ActiveRoles Server 3/1/2014 Dell Quest Foglight 7/30/2015 Dell Quest InTrust 8/19/2015 Dell Quest NetVault 8/26/2013 Dell Quest Recovery Manager 10/1/2015 Dell Quest TOAD 11/1/2015 Demandware Demandware 9/22/2015 DevExpress DevExpress 7/3/2015 Docker Docker 1/14/2016 DocuSign DocuSign 6/4/2015 Domo Domo 8/17/2014 DotNetNuke DotNetNuke 12/4/2015 Dow Jones Factiva 1/10/2016 Dropbox Dropbox 4/6/2014 EasyMock EasyMock 8/1/2015 EDIFACT EDIFACT 6/1/2015 Elasticsearch Elasticsearch 12/20/2015 Ellie Mae Ellie Mae 1/1/2014 Eloqua Eloqua 1/9/2014 Embarcadero Technologies, Inc ER/Studio 12/1/2014 EMC Corporation EMC Atmos 5/1/2015 EMC Corporation EMC Avamar 7/24/2015 EMC Corporation EMC Captiva 9/6/2015 EMC Corporation EMC Celerra 1/23/2015 EMC Corporation EMC Centera 8/6/2015 EMC Corporation EMC Clariion 9/1/2015 EMC Corporation EMC CLARiiON CX 9/1/2015 EMC Corporation EMC Connectrix 7/31/2014 EMC Corporation EMC Control Center 9/1/2015 EMC Corporation EMC Data Domain 5/5/2015 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved EMC Corporation EMC Data Protection Advisor 5/27/2014 EMC Corporation EMC Documentum xCP 12/23/2015 EMC Corporation EMC ECM 6/18/2015 EMC Corporation EMC Hardware 4/1/2014 EMC Corporation EMC MirrorView 7/31/2014 EMC Corporation EMC Navisphere 9/1/2015 EMC Corporation EMC NetWorker 9/1/2015 EMC Corporation EMC Open Migrator 9/1/2015 EMC Corporation EMC PowerPath 1/27/2014 EMC Corporation EMC RecoverPoint 7/1/2014 EMC Corporation EMC RSA Adaptive Authentication 12/23/2015 EMC Corporation EMC RSA Archer 9/1/2015 EMC Corporation EMC RSA enVision 5/9/2015 EMC Corporation EMC SAN (Storage Area Network) 9/1/2015 EMC Corporation EMC Symmetrix 9/1/2015 EMC Corporation EMC Symmetrix VMAX 9/1/2015 EMC Corporation EMC TimeFinder 2/17/2014 EMC Corporation EMC Unisphere 9/1/2015 EMC Corporation EMC VNX 8/7/2015 EMC Corporation EMC VPLEX 9/1/2015 EMC Corporation EMC XtremIO 9/1/2015 EnterpriseDB EnterpriseDB 5/9/2015 Entuity Entuity 8/3/2015 Epic Systems Epic Resolute 12/17/2014 Epic Systems Epic Systems 12/17/2014 Epiq Systems Epiq Systems 1/1/2015 Epsilon Epsilon 4/1/2014 Epson Epson 7/1/2013 Equinix, Inc. Equinix 1/1/2014 ESRI Arc/View 12/23/2015 ESRI ArcGIS 11/23/2014 ESRI ESRI 12/23/2015 Eucalyptus Systems Eucalyptus Systems 5/15/2015 Eventbrite Eventbrite 10/2/2014 ExactTarget ExactTarget 10/14/2015 F5 Networks F5 ASM 6/19/2015 F5 Networks F5 GTM 9/1/2015 F5 Networks F5 LTM 9/1/2015 F5 Networks F5 Networks 1/14/2016 FactSet FactSet 1/14/2016 FalconStor Software FalconStor Software 9/1/2015 FalconStor Software FalconStor VTL 9/1/2015 FileMaker FileMaker 10/1/2015 FileMaker FileMaker Pro 10/1/2015 FileZilla FileZilla 3/30/2015 FireEye FireEye 10/1/2015 FIS Global FIS Global 1/31/2014 FIS Global FIS Global Metavante 1/31/2014 FIS Global FIS Global Systematics 12/1/2013 Fiserv Fiserv 10/23/2015 Fiserv Fiserv Premier 4/1/2014 Fiserv Fiserv XP2 2/20/2014 Flexera Software Flexera Software 10/1/2015 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Fortinet Fortinet 5/6/2015 FrontRange Solutions Inc. Goldmine 8/3/2013 F-Secure F-Secure 2/1/2014 FTI Technology FTI Technology 2/1/2015 Fundtech Fundtech 9/1/2015 Gemalto Gemalto 10/1/2015 General Technology COBOL 1/11/2016 General Technology Fortran 4/11/2015 Genesys Telecommunications Laboratories Genesys (Unspecified Product) 1/8/2016 Genesys Telecommunications Laboratories Genesys CIM Platform 4/1/2014 Genesys Telecommunications Laboratories Genesys Contact Center 1/8/2016 Genesys Telecommunications Laboratories Genesys SIP 1/9/2014 Genesys Telecommunications Laboratories Genesys Workforce Management 8/5/2015 GFI Software GFI Software 1/1/2015 Gigamon Gigamon 3/21/2015 GigaSpaces GigaSpaces 5/31/2013 GitHub GitHub 1/8/2016 Global Relay Global Relay 8/5/2014 Good Technology Good Technology 9/1/2015 GoodData GoodData 1/9/2014 Google Google AdWords 9/1/2015 Google Google Analytics 10/1/2015 Google Google Android SDK 6/2/2015 Google Google DoubleClick 3/9/2015 Google Google Drive 4/6/2014 Google Google WebRTC 8/19/2015 Guidance Software Guidance Software 7/18/2015 Harte-Hanks Market Intelligence Harte-Hanks 7/1/2013 Hewlett-Packard Company Autonomy (Unspecified Product) 5/26/2015 Hewlett-Packard Company Autonomy CAMM 8/5/2014 Hewlett-Packard Company Autonomy eDiscovery Appliance 9/1/2015 Hewlett-Packard Company Autonomy Livesite 5/26/2015 Hewlett-Packard Company Autonomy Open Deploy 5/26/2015 Hewlett-Packard Company Autonomy Qfiniti 10/1/2013 Hewlett-Packard Company HP 3PAR 6/24/2013 Hewlett-Packard Company HP Application Lifecycle Management 9/28/2015 Hewlett-Packard Company HP ArcSight 12/23/2015 Hewlett-Packard Company HP ArcSight Connectors 7/21/2013 Hewlett-Packard Company HP ArcSight ESM 7/21/2013 Hewlett-Packard Company HP ArcSight Logger 7/21/2013 Hewlett-Packard Company HP Blade Servers 6/5/2014 Hewlett-Packard Company HP Data Protector 3/1/2014 Hewlett-Packard Company HP Desktop 3/1/2014 Hewlett-Packard Company HP Disk Array Storage Systems 3/1/2015 Hewlett-Packard Company HP DL Servers 2/1/2015 Hewlett-Packard Company HP EVA 3/1/2015 Hewlett-Packard Company HP Exstream 7/1/2015 Hewlett-Packard Company HP Integrated Lights-Out 10/1/2015 Hewlett-Packard Company HP Itanium 10/1/2013 Hewlett-Packard Company HP LoadRunner 12/23/2015 Hewlett-Packard Company HP Network Automation 8/3/2015 Hewlett-Packard Company HP Network Node Manager 1/17/2015 Hewlett-Packard Company HP Open VMS 9/1/2013 DISCOVER - NAVIGATE – ALIGN www.GTSalesSolutions.com © 2016 Global Technology Sales Solutions, Inc. All rights reserved Hewlett-Packard Company HP OpenView 8/3/2015 Hewlett-Packard Company HP Operations Manager 8/3/2015 Hewlett-Packard Company HP Performance Center 9/1/2015 Hewlett-Packard Company HP Project and Portfolio Management Center 2/28/2015 Hewlett-Packard Company HP ProLiant 9/1/2015 Hewlett-Packard Company HP ProLiant BL Series Blade Servers 6/5/2014 Hewlett-Packard Company HP ProLiant ML Tower Servers 2/1/2015 Hewlett-Packard Company HP Quality Center 1/23/2016 Hewlett-Packard Company HP QuickTest Professional 1/23/2016 Hewlett-Packard Company HP Servers 9/1/2015 Hewlett-Packard Company HP Service Manager 1/1/2015 Hewlett-Packard Company HP ServiceCenter 1/1/2015 Hewlett-Packard Company HP SiteScope 1/6/2016 Hewlett-Packard Company HP Storage Systems 3/1/2015 Hewlett-Packard Company HP TippingPoint 4/19/2015 Hewlett-Packard Company HP Unified Functional Testing 1/23/2016 Hewlett-Packard Company HP Virtual Connect 4/10/2015 Hewlett-Packard Company HP WebInspect 12/23/2015 Hewlett-Packard Company HP WinRunner 10/26/2015 Hewlett-Packard Company HP XP1024 3/1/2015 Hewlett-Packard Company HP-UX 10/12/2015 Hexawise Hexawise 5/1/2013 Hitachi Data Systems Corporation Hitachi Data Systems (Unspecified Product) 2/1/2015 Hitachi Data Systems Corporation Hitachi ID Systems 12/1/2013 Hitachi Data Systems Corporation Hitachi NAS Storage System 2/1/2015 Hitachi Data Systems Corporation Hitachi Universal Storage Platform V 4/12/2014 Hitachi Data Systems Corporation Hitachi Virtual Storage Platform (VSP) 7/31/2014 Hortonworks Hortonworks 7/22/2015 Huawei Technologies Co., Ltd. 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Discover All business development opportunities start at the Discover stage of the process. Our skilled consultants engage identified mid to high level business and technology titles with the initial goal of building rapport and thereby gaining a solid understanding of their business needs, challenges, roadblocks, drivers and identify the basic decision making structures related to the various business priorities. Navigate Armed with the details obtained during the Discover stage, our skilled consultants re-engage identified decision makers with a direct role of influence on the identified business opportunities. The goal is to strengthen the rapport with decision makers and expand the depth of understanding around the challenges, roadblocks and drivers related to each identified business opportunity. Align The Align stage of the DNA Demand Generation™ process is designed to help establish a situational alignment between your solutions and the key decision maker’s needs. During this critical stage in the sales process our trained consultants will position your solutions based on the business intelligence gained during the Discover and Navigate stages of the DNA Demand Generation™ process. They will gauge your potential customer’s propensity to consider your solutions.

The Alignment rep will use this area to document notes from initial aligned business opportunity review with the sales designate and will use this area to document the details from the initial customer meeting if the alignment is present during their initial phone meeting.